What Makes Sales Enablement Professionals Tick
- by Elay Cohen
- January 19, 2020
- Sales Skills
SalesHood - Sales Enablement Platform
Understanding what makes sales enablement professionals tick is not an easy task. Let’s start by taking some time to appreciate the tens of thousands of sales enablement professionals already out there today. Sales enablement professionals are quickly becoming very strategic to the c-suite because they’re multiplying our revenue success. The words “Sales Enablement MULTIPLIERS” ignite images of connectors, knowledge makers, hard workers, doers, visionaries, evangelists, energizers, enthusiasts, educators, mentors, and believers. Sales enablement professionals work hard and are also in thankless jobs. Sales Enablement professionals do whatever it takes to help others be successful. Sales enablement professionals make a difference.
Sales enablement professionals are a group of unsung heroes in corporations. They make the day-to-day work that helps go-to-market goals happen. They are known and depended on by all groups in a company—from the sales, marketing, product development, to customer support, and top executives. They strategize. They coach. They onboard us faster. They motivate. They train. They build tools. They help grow the business. They launch products faster. They help us close more deals faster. They are the go-to people in every team and department. The enablers are everywhere. They understand the processes that aren’t documented. They know who all the players are. They are the last mile in product rollouts, campaigns, and initiatives. They know how to make things happens. They always get it done.
Some people may even affectionately call enablers “crazy.” Inspired by Steve Jobs’ “Here’s to the crazy ones” Think Different campaign, we created a mantra and video for the enablement profession. Here are the words from the video we created.
Here’s to the crazy ones.
The culture builders.
The revenue drivers.
The ones who see things differently.
They’re not fond of losing deals.
And they have no respect for excuses.
You can believe them, disagree with them, celebrate or curse them.
About the only thing you can’t do is be successful without them.
Because they change things.
They push teams forward.
While some may see them as the crazy ones, we see enablement multipliers.
Because the people who are crazy enough to think they can change the world, are the ones who do.
As you watch the Sales Enablement MULTIPLIERS video down below, begin thinking about all the ways to appreciate sales enablement professionals for all the great work they do. Thank them. Appreciate them. Recognize them. Reward them. Don’t take them for granted. Share with them examples of how their work is making your life better. Send them the link to this video and blog and just say thank you. It’ll go a long way.
Thank you to my fellow sales enablement professionals for doing what you do and inspiring us to create this video for our profession. We hope you like it. Join the Sales Enablement Community to become a part of this movement.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $500M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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